What are the responsibilities and job description for the Regional Sales Manager - Central States US position at SmallHD?
- No Agencies Please
Our people are key to our future, and they are our number one priority. They make the difference not only by what they do, but by how they do it.
Role Summary
This role is ideally suited for someone with experience in the broadcast and media production market with knowledge of the equipment and eco-systems found in the broadcast and media production environment. However, it is also suitable for a capable B2B salesperson looking to transition into the broadcast and media production industry.
The role involves working with some of the best-recognised industry brands, working for a company that was integral to the development of broadcast television and media production. Videndum has an extensive network of business contacts within the industry but are looking to deepen customer intimacy in this area.
There is a real opportunity for an enterprising, ambitious and motivated individual to carve out a niche and make the role their own, becoming the go-to person for broadcast and media production in one of Videndums largest regions.
Existing relationships are an advantage, but ability to network is more important.
Working directly with end users, system integrators and other routes to market you will be creating demand for Videndum products and solutions, ensuring that Videndum are best placed to win any tender or projects.
We are looking for someone who is strategic, data driven and comfortable being technical with end customers. Existing knowledge of our products is advantageous but not critical, however you must be self-motivated, and have a willingness to learn and seek out information.
The role is home office based, with 50% of time spent with customers in your region. There will be trips to regional offices for product training and internal company meetings.
Being based near major broadcast and media production hubs will be an advantage.
Work Location: US Remote – Full time
Your Day-to-day Might Include
- To develop the sales of Videndum products with a focus on broadcast, associated segments and new B2B segments as required.
- To support sales management on projects as required
- To build strong relationships with broadcast and media production customers and associated channel partners as required
- To find and develop new B2B customers for Videndum products and solutions
- To demonstrate Videndum products, operational and technical, to end customers and system integrators.
- Achieve the defined sales revenue targets
- To use CRM tools, as defined, to demonstrate your sales proficiency and to ensure that there is sufficient opportunity pipeline to achieve targets
- Develop and execute a sales plan to improve relationships with key customers in the defined territory and/or accounts, in the appropriate market segments
- To create and build your own network within strategically important B2B customers
- To become a product/segment expert within broadcast and media production, advising product managers on industry trends, competition and strategic market shifts
- Support local events and tradeshows as requested
- Take the lead on tenders, qualifying bids and proposals, managing the assembled bid team and being responsible for the sales win strategy, including pricing requests.
- 50% - Customer relationships (end users, system integrators and relationship building events)
- 15% - Sales process (account planning & strategy, sales & quotation activity)
- 10% - Business planning (planning activities to meet business objectives)
- 10% - Product and sales training (product and organisation knowledge, skills training, gathering competitive information)
- 5% - Sales events (tradeshow attendance, providing feedback to product management)
- 10% - Administration, reporting and forecasting (reports, forecasts, compliance)
- Exceeding sales revenue targets
- Number of qualified projects identified and delivered
- Number of new end-user contacts and visits
- Forecasting accuracy
- Funnel growth and development
- Identified strategic and key end users
- Key market sector end users, influencers and consultants
- Senior executives within accounts
- System Integrators
- Product and marketing managers
- Channel sales managers
- Sales support advisors and managers
- Technical and product support
- Sales management
- Highly results and performance driven, with a track record of achieving targets and objectives.
- Excellent time management and organisation.
- Self-starter and capable of working independently.
- Strong presentation and communication skills.
- Ability to network and build relationships at multiple levels within a customer account.
- B2B sales experience
- Proficient with MS Office and customer relationship management systems such as Salesforce.
- Ability to work directly with end users to influence tenders, in collaboration with channel partners and system integrators
- Fluent in English and used to working comfortably in an English-speaking organisation
- Knowledge/Relationships with existing Videndum routes to market
- Understanding of existing Videndum brands and product portfolio
- Experience working for a manufacturer of technical equipment
- Other languages
- Understanding of the broadcast, media production and Professional Video markets
- Experience of working in or with channel partners or system integrators
Our commitment is founded on a set of core values that form the Videndum Mindset:
- Exceptional Product Performance
- Customer Focus
- Leading a Fast Changing Market
- Global Capability
- Transparency, Integrity and Respect
- Environmental Consciousness
All employees are expected to take care for their own health and safety and that of others who may be affected by their acts or omissions in accordance with the Company health and safety policy by using correct tools, processes and Personal protective equipment and not perform any function unless appropriately trained and authorised.
Our approach to diversity follows a strict policy of sourcing the best person for the role irrespective of race, gender, age, religion, sexual preference, or disability. Our Code of Conduct sets out an express prohibition on discrimination of any kind.
- Notice to recruitment agencies:
Our brands are leaders in defensible niche markets in terms of premium products, technology innovation and/or market share.
Our products typically attached to, or support, a camera - primarily for broadcast, cinematic, video, photographic and smartphone applications. Our products serve a wide range of end users and are offered as a cohesive package.